What do your customers have in common? How many employees do they have? What industries do they operate in? How often do they use your product? What related products do they also use in addition to your product?
When you start to track your past successes, you can identify commonalities that help you define who is most likely to buy from you in the future. In doing so, you clearly define your target market, ensuring you will spend most of your time talking to prospects that are most likely to buy.
For an automated sales tool that tracks your sales and clearly defines your targets, check out the Target Market Definition Tool at www.b2bsalesconnections.com/automated_tools.php.
Susan A. Enns, B2B Sales Connections